In this exercise, we will focus on structuring an agenda to bereviewed at a project kickoff call. The agenda should be basedon what we currently know about Universal Containers, theIndustry and the Implementation approach.

Tasks:

In a group, create a HIGH LEVEL requirements gatheringagenda for a project kick off call, to include:

Requirement topics to be covered (group similar topics for atotal of 5-6 topic groups)

Larry, UCI’s VP of Marketing, is launching a web site, wherebusiness prospects can configure the optimal number and sizes ofcontainers by entering volumes they need to be contained.

For pricing, prospects must submit contact information to becontacted by a Sales Rep. UCI has 5 US sales reps aligned bystates in a region: 1 covers the East, 1 covers the West, 1 coversthe Midwest, 1 covers the South and there is one inside sales rep.How would you design a solution for fast lead processing andvisibility to both Sales and management on website inquiries?

As UCI’s business has matured, the sales model has changedfrom order taking into a consultative selling strategy. Mary, VP ofSales, invested in a sales methodology that she wants to deployit in conjunction with salesforce.com’s Sales Cloud application.The sales cycles are taking longer to close and more people fromUCI are involved.

Mary, VP of Sales, did an analysis that resulted in a correlation between numberof face-to-face visits with prospects and clients and probability of deals closing.After surveying the sales organization, she found that two full days each weekwere spent:

Researching prospects

1:1 and Team meetings to review # of calls made, visits, and deal reviews

Following up on their internal requests to Sales Operations and Marketing

Calling into Customer Service to see if there are any issues with their clients

Creating activity reports and updating forecasts

Mary wants to streamline these activities to give the Sales Reps more face timewith prospects and clients.

Task:

As a group, generate a list of questions that will help identify the requirements ofthe Sales Organization.

Set up Activity reports using the “my” and “my team” standardfilters.

Account design

Automation

Contact Design

Activity design

What are the reportingrequirements?

Exercise: Improve Sales Rep Productivity

Goal:

Prepare for a requirements gathering session and design a solution toto

give SalesReps more time with their prospects

Scenario:

Mary, VP of Sales, did an analysis that resulted in a correlation between number offace-to-face visits with prospects and clients and probability of deals closing. Aftersurveying the sales organization, she found that two full days each week werespent:

–Researching prospects

–1:1 and Team meetings to review # of calls made, visits, and deal reviews

–Following up on their internal requests to Sales Operations and Marketing

–Calling into Customer Service to see if there are any issues with their clients

–Creating activity reports

–Updating forecasts

Mary wants to streamline these activities to give the Sales Reps more face time withprospects and clients.

Task:

Identify the features and describe how you would design them to enable SalesReps, Marketing, and Sales Operations to collaborate more efficiently and havebetter tracking.

Design a solution to save the Sales Reps time with their activity and forecastingprocess using salesforce.com.